Video description
Do you sell the same way you did a decade ago? In the classic movie Glengarry Glen Ross Alec Baldwin tells a group of salesmen that the key to selling is, ""A-B-C. A - Always; B - Be; C - Closing. Always be closing."" But this steamroller approach is now a relic. According to bestselling author Dan Pink, sales has changed more in the last 10 years than the previous 100. Today, buyers have as much information as sellers--along with ample choices and the means to push back. Selling effectively requires a new approach. In this interactive Harvard Business Review webinar, Dan Pink draws on cutting-edge social science and best practices from global organizations to reveal the new ABCs of selling. Pink reveals 5 ways to frame messages to increase clarity and promote action. He also discusses why problem finding is now more important than problem solving, how questioning your abilities before a sales call can actually help, and why the most effective salespeople are not extroverts.Table of contents
Product information
- Title: To Sell is Human: The New ABCs of Moving Others
- Author(s):
- Release date: February 2014
- Publisher(s): Harvard Business Review
- ISBN: None
You might also like
video
Know What Your Customers Want Before They Do
Retail and consumer-facing businesses are rapidly and dramatically changing. Relying on an experienced sales person with …
video
Leaders Need Three Kinds of Focus
Daniel Goleman, author of "The Focused Leader," explains why leaders need to cultivate a triad of awareness …
video
4 Ways the Best Sales Teams Beat the Market
Customers today use an average of six channels during the buying process, and the number of …
video
Your Scarcest Resource: Time is money, but few organizations treat it that way
Companies have elaborate processes for allocating and investing capital. Yet, in contrast, in most organizations, time …